TRAPS TO AVOID WHEN FACED WITH OBJECTIONS AND CONCERNS
Stop, Drop, and Roll is helpful for working through objections and questions, yet there are traps and blind spots that will diminish your effectiveness if you aren’t aware of them. Using Stop, Drop, and Roll will keep you from falling into the traps of assumptions, past experience bias, and responding too quickly.
Assumptions You may have heard the objection or question hundreds, if not thousands, of times. For Them, it’s their first time and they need you to work them through it, without shortcutting the process. Avoid making assumptions about what they are saying or what the real objection is. Assumptions stop us from listening and clarifying the objection or question. Our assumption in ...
Get Conversations That Sell now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
